The agenda is subject to change. To experience the full conference, we recommend you arrive to attend the first workshop (12pm CT on Sunday, Dec 7) or at least the Opening Night Reception (7pm CT on Sunday, Dec 7) and leave after 3pm CT (CyberMarketingCon) or 8pm CT (CyberCEO Summit) on Wednesday Dec 10. Save the sessions you like on the conference app!
In a world of infinite content and algorithmic sameness, reach is cheap — but resonance is rare.Today's best brands aren’t just selling products — they’re building worlds.
Don Jeter is the Chief Marketing Officer at Torq, one of cybersecurity’s fastest-growing startups. Recently featured in Forbes for building one of the industry’s most distinctive and disruptive brands, Don brings a world-builder’s mindset to B2B marketing. He sees brand as the most overlooked moat in business — built on belief, not features. It makes products memorable, customers loyal, and competitors irrelevant.
In this talk, Don will share how intentional world-building, emotional architecture, and creative conviction can transform your brand from a marketing function into a long-term strategic advantage.
In today’s fiercely competitive cybersecurity landscape, third-party advocacy is an underleveraged force multiplier that drives enhanced revenue growth, customer loyalty, and sales productivity. This presentation will reveal how organizations can systematically transform customers, industry peers, and analysts into powerful brand advocates—drawing inspiration from review-centric platforms like Amazon, where authentic user perspectives drive trust and purchasing decisions. Attendees will gain actionable frameworks for launching and scaling advocacy programs, including strategic advocate identification, value-based engagement, and technology integration for quantifiable results. Case studies will illustrate how customer- driven narratives accelerate deal closure, boost upsell opportunities and deepen customer relationships. The session will also explore the often-overlooked ROI of advocacy in B2B contexts, demonstrating how even modest programs can yield measurable results across all growth stages - from stealth startups to established public companies.
Attendees will leave equipped to: - Harness authentic customer and peer voices to build trust and competitive differentiation - Quantify advocacy’s direct impact on revenue, retention, and productivity - Apply proven frameworks for launching or optimizing advocacy programs - Transform reviews and testimonials into scalable demand engines
Thinking about launching or scaling your customer advocacy program? Wondering how to seamlessly integrate the engagement power of your community platform's gamification and functionality to fuel that advocacy? This session is designed specifically for customer marketing, customer advocacy, and community management professionals who are ready to break down silos and create a unified, high-impact customer experience across all their programs. Learn how to act with more confidence, direction, and strategy by discovering innovative ways to connect your community platform with your advocacy initiatives. We'll explore how to leverage gamification, discussions, and community features to identify, nurture, and reward your most passionate customers, turning them into powerful brand advocates. Discover how this integrated approach not only enhances the customer journey but also delivers significant marketing results without requiring a massive budget increase. Walk away with actionable insights and inspiration to unify your customer programs, supercharge your advocates, and achieve a greater return on your existing investments.
Strategies for Seamless Integration: Attendees will learn concrete methods and best practices for effectively integrating their community platform's features (like gamification) with their customer advocacy programs to create a unified and engaging experience. Maximizing Existing Investments: Participants will discover how to leverage their current community platform and existing customer base to build and scale a powerful advocacy program without significant new financial investment, aligning with the need to control costs. Turning Community Engagement into Advocacy: Attendees will gain insights into how to identify, nurture, and reward engaged community members to become active brand advocates, amplifying their marketing reach organically and cost-effectively. Creating a More Impactful Customer Journey: The session will demonstrate how a unified approach to community and advocacy enhances the overall customer experience, fostering stronger loyalty, driving greater engagement, and ultimately leading to better marketing results.
When I joined Wiz, we were a small startup. Three years later, we became a $32 billion Google acquisition.
In this session, I'll break down the five biggest lessons that transformed how I think about marketing forever. You'll hear why praise is the most underrated growth lever, how humor outperforms “professional” marketing, why the TINIEST details matter more than big plans, and how brand drives pipeline better than any spreadsheet. I'll also share hard-earned truths about moving fast, marketing without a budget, and building from the inside out.
Everyone talks about Product-Market Fit (PMF) as the milestone to watch. But for B2B founders—especially in complex categories like cybersecurity—PMF is not the signal to scale. Instead, it's the point where a new challenge begins: can this product be sold repeatably, by someone other than the founder?
In this session, we break down the myth of PMF and the chaos that follows when founders scale prematurely. You'll walk away with a framework for testing repeatability, validating your GTM, and building a sales engine that actually works—before hiring the wrong team or burning through cash.
>Why PMF doesn't equal repeatable revenue (especially in B2B) >The hidden stage between PMF and scale: the repeatability gap >How to test sales motion before building your sales team >Common growth-stage pitfalls and how to avoid them >What "founder-product fit" and "sales-model fit" really look like
As sales cycles get faster and buyers get savvier, Sales Engineers are under increasing pressure to do more—with less time. This session explores how AI can augment key presales workflows without compromising technical accuracy or trust. From accelerating discovery insights to automating demo prep and streamlining technical validation, this talk highlights practical use cases and tools that are helping Sales Engineers improve execution, reduce repetition, and scale their impact.
Building a Signal-Led GTM Playbook with an AI Stack Let's set the stage: Everyone is still talking about how the MQL model doesn't work anymore, isn't sustainable for business growth, and isn't optimized for how the buyer's journey has completely changed. So (most) teams started to dabble in demand generation, and shook up the industry with a model that prioritizes building real demand/pipeline together with your GTM team, not collecting PDF downloads to pass to an SDR immediately. 2024-2025: Here's where things took a wild, but exciting turn in the past year. DG strategies are built around creating multiple touchpoints in a buyer's journey to educate them, provide value, evangelize your POV, and ultimately make them want to consider your product once it comes time to buy. Sure, you can track those touchpoints and tell a cohesive customer journey story once a deal closes, but what are you doing with all of those touchpoints to make your GTM engine even more efficient/strategic in capturing and converting that demand faster? Oh, and your leadership/board came knocking at your door, asking how you're using AI?? Enter: Signal-Led GTM with an AI Stack. This is built on the foundation of demand gen and ABM, but evolves into a playbook that creates and captures buying signals using AI tools (like Hockeystack) that can automatically feed high-intent accounts into your sales machine (outreach, direct to SDR/AE) with the appropriate sequences ready to go based on their signals. So much more to unpack here, but we really want to share the playbook that we have built and evolved over the past two years, which we know is the now and future.
Here are the key questions we can answer & insights we can give: - How you can pull these signals together (manually, to show why you need AI) and now automatically with an AI agent/workflow tool into your then outbound machine, making the most of your demand gen signals - How do you measure the success of programs like this on an account/lead level if you're not optimizing for MQLs anymore? Aka, this playbook is the evolution of Demand Gen + ABM that replaces the MQL hamster wheel. - How this playbook ultimately brings us to the evolution from lead gen -> demand gen -> signal-based GTM using AI and respects buyers throughout. - How do you advocate for this strategy internally and up the chain to leadership/board? We all know internal selling is something that is always ongoing, and is frankly, necessary.
Your product solves a real problem. Your campaign looks great. But the engineers and red teamers you're targeting call it "fluff," "immature," or "just another buzzword wrapper."
So what gives? Let's be real: I've seen cybersecurity campaigns that look beautiful and say absolutely nothing. As an award-winning red teamer turned solutions architect with a background in marketing, I know exactly why your technically-minded audience is ghosting your content—and I’m here to show you how to fix it. In this brutally honest session, we’ll bridge the gap between marketing teams and technical buyers who don’t owe you their attention. I’ll walk you through why your messaging isn’t landing, what practitioners like red teamers, engineers, and CISOs are actually looking for, and how to rebuild trust and relevance without relying on buzzwords, overpolish, or ghostwritten fluff. We'll case study real cybersecurity campaigns-the good, the bad, and the cringey-to highlight how technical buyers evaluate credibility, maturity, and trust at a glance. Then I'll share battle-tested strategies that I've personally used to help vendors go from being ignored on the show floor to closing deals through practitioner-aligned messaging. Whether you're building thought leadership, launching a product, or trying to get internal buy-in from engineering, this talk will give you the playbook for building messaging that resonates and converts.
Key Takeaways 1) The 3 credibility signals technical buyers look for and the 3 red flags that kill trust instantly 2) How to translate technical capabilities into outcomes that matter, without dumbing anything down 3) A reusable Credibility Layering Framework to craft messaging that works across stakeholders (execs, CISOs, engineers) 4) How to interview technical SMEs and turn it into authentic, engaging content (no ghostwriting required) [My Sniff Test Scorecard to evaluate your own messaging before you ship it] maybe still in dev 5) Real-world examples of cyber campaigns that failed and how a red teamer would've rewritten them to succeed.
Building a cybersecurity startup isn't just about having a good idea or great technology, it's about thinking clearly in a highly complex, fast-moving, and crowded environment. In this talk, we'll explore the mental models and first-principle thinking frameworks cybersecurity founders can use to make strategic decisions, identify real opportunities, and avoid common pitfalls. We'll examine how to think about market structure, buyer psychology, product wedge, and long-term defensibility through reusable lenses that apply across different segments of the industry. Rather than focusing on trends or one-off tactics, this session is about how to reason from fundamentals - how to choose what to build, how to position it, and how to design a company the market rewards. Whether you're early in your journey or already scaling, this session will help you replace guesswork with clarity and pattern recognition. You'll walk away with strategic models that can be applied to navigate pricing, product-market fit, ecosystem dynamics, and go-to-market choices more effectively.
Key Takeaways > Gain 10+ mental models that can be used to think through product, market, and strategy decisions as a cybersecurity CEO > Learn how to apply first-principle thinking to complex go-to-market and product development choices, especially in crowded categories > Understand how to identify high-leverage opportunities using concepts like data gravity, control points, and ecosystem positioning > Discover how to avoid common traps by seeing the invisible incentives driving buyers, partners, and competitors
